The B2B Sales Dichotomy: Technology vs. Interpersonal Relationships

The B2B Sales Dichotomy: Technology vs. Interpersonal Relationships

We've all been there - a deadline looming, exhaustion setting in, and that last coffee isn't having its desired effect. That's when Chat GPT seems like the perfect escape - a modern-day equivalent to peeking over a shoulder during an end-of-term spelling test. There's a pang of guilt, but what's the worst that could happen?!

But are we creating a more significant problem by removing the pain of learning and generating original research? Will younger generations always opt for such shortcuts?

The Threat to Original Research

With easy access to massive amounts of information, businesses may increasingly rely on AI for decision-making and problem-solving.

Such dependence on AI for information runs the risk of discouraging individuals from engaging in deep research or critical thinking instead of investing time and resources in exploring new ideas and pursuing creative solutions.

This, in turn, may result in a large amount of poorly researched information online, perpetuating the cycle as AI uses this information to train further models.

The Diminishing Learning Curve

In a previous article, I looked at the concept of "grit" - the ability to handle rejection and failure. Grit often demonstrates that a person is more likely to take ownership, be independent, and seek solutions. I looked at the potential damage of not exposing children to it early enough and the longer-term implications to business as individuals look for easier solutions that don't expose them to risk. In a similar way, providing shortcuts that dissuade original research could be another generational challenge.

Taken to an extreme, AI could lead to diminished cognitive skills such as information retention, critical thinking, and problem-solving. Students, in particular, may find themselves less capable of independently researching and solving complex problems if they become overly reliant on AI assistance.

Data Bias

It's also important to remember that, like any analytical process, the outcomes are only as good as the data you put in. Whilst the internet is an almost limitless source of information, it is also complete with bias, sexism and discrimination.

A study by Kotek, Dockum, and Sun at Cornell University in August 2023 showed that large language models (LLMs) often "express biased assumptions about men and women's occupations", and that they were "3-6 times more likely to choose an occupation that stereotypically aligns with a person's gender", and "provide explanations for their choices that are factually inaccurate and likely obscure the true reason behind their predictions". That is they "provide rationalizations of their biased behaviour. This highlights a key property of these models: LLMs are trained on imbalanced datasets."

AI as a Supplement, Not a Substitute

So, whilst the convenience and efficiency offered by AI tools such as Chat GPT have undeniable benefits, balancing these advantages and preserving creativity and learning is crucial.

Businesses leaders should address the use of AI in their organisations to:

  1. Promote critical thinking: Embrace AI as a tool for assistance rather than a replacement for independent thought. Emphasise the importance of critical thinking, problem-solving, and original research
  2. Foster creativity: Encourage individuals to invest in creativity and innovation alongside AI. Original research and novel ideas are vital for long-term growth and development
  3. Continually question outcomes: Think critically about outputs, consider whether bias is at work and review the tone to ensure it is aligned with intentions.

Jeroen Volk RA MSc - Business Alchemist????????

KPI Black Belt Pro | LinkedIn Alchemist | WorkingGenius Certified | ScaleUp Company Coach | 18 Years Serial Entrepreneur (2x 50 people, 1x 100) | Finance Director | Certified Public Accountant | Family man

1 年

people Buy from People ... isn't it? When interested to get inspired about how to Skyrocket B2B Sales on LinkedIn, register for the webinar: https://www.dhirubhai.net/events/skyrocketb2bsales-infuenceonlin7137758548490428416/

回复

要查看或添加评论,请登录

Nick Wallis的更多文章

  • RegTech: A Guide to Effective Procurement - Part II

    RegTech: A Guide to Effective Procurement - Part II

    Previously, I looked at the early stages of RegTech procurement: defining the project, assembling the correct team, and…

    3 条评论
  • RegTech: A Guide to Effective Procurement - Part I

    RegTech: A Guide to Effective Procurement - Part I

    As many know, I've spent the last few years working in RegTech. During that time, I must have sat in hundreds of…

    12 条评论
  • REMIT II: Algo Trading - Understanding the Requirements

    REMIT II: Algo Trading - Understanding the Requirements

    In December 2011, REMIT, or to give it its catchy 'street' name (sic), the "Regulation (EU) No 1227/2011 on wholesale…

    4 条评论
  • AI: Is the back office ready ...?

    AI: Is the back office ready ...?

    It’s hard not to see that the advent of artificial intelligence (AI) signifies a wave of advancement for financial…

    4 条评论
  • Do we have a confidence problem?

    Do we have a confidence problem?

    A year or so ago, I sat in a meeting room in front of an enthusiastic candidate for a sales job. "Walk me through a…

    12 条评论
  • Are we in an energy supercycle?

    Are we in an energy supercycle?

    The Ukraine war has been raging for nearly two years. Whilst the Russo-Ukraine conflict has in fact been going on since…

    3 条评论
  • Part 2: Change: Are we headed for a flock of swans?

    Part 2: Change: Are we headed for a flock of swans?

    Should we be planning more for ‘Black Swan’ events? Are they really that uncommon anymore? Business leaders talk of an…

    2 条评论
  • Part 1: Change: The only constant

    Part 1: Change: The only constant

    As I return to the market, I have been reading voraciously, trying to find out what I’ve missed and to understand the…

    2 条评论

社区洞察

其他会员也浏览了